What to Do When...?

[Bertolinoins]

As others have said, it is better to prequalify them. Since that is in the past you have two options:

1. Send them the quote without the carrier info but with the AM Best rating. This is more
effective in commercial niches because the other agent won't be able to track down the program.
2. Refuse to send him a hard copy but offer to come over to his office to go over the incumbents quote where YOU will provide him with a side by side comparison to ensure the coverages are equal. If he won't do that then give him the number verbally and tell him you can meet in person if he likes the number.

If you are in that situation it is unlikely you will get the business so don't worry to about trying to kiss up to the customer, they have used you and have shown little respect for your time and effort. You would be surprised at how many accounts I have gotten over the years but just telling them to quit wasting my time if they are just going to give their lazy agent the last look. Sometimes you can strike a chord with them because nobody likes being taken for granted.

 

[gambrinus]

Refuse to send him a hard copy but offer to come over to his office to go over the incumbents quote where YOU will provide him with a side by side comparison to ensure the coverages are equal. If he won't do that then give him the number verbally and tell him you can meet in person if he likes the number.

If you are in that situation it is unlikely you will get the business so don't worry to about trying to kiss up to the customer, they have used you and have shown little respect for your time and effort. You would be surprised at how many accounts I have gotten over the years but just telling them to quit wasting my time if they are just going to give their lazy agent the last look. Sometimes you can strike a chord with them because nobody likes being taken for granted.

I like this... A lot.